How Many Leads Do You Really Need?
How many new leads does your team need per month?
“More” is not an accurate answer. Contrary to popular belief, too many leads can be damaging to your overall production. Finding the right amount of leads will prevent your team from being stretched too thin, so they can find a happy balance between lead generation and lead management.
Figure Out How Many Leads You Actually Need
This may come as a surprise to you, but drowning your agents with more and more leads is not always the answer. In fact, you may be spending more than necessary on lead generation. You’re buying leads that will never be properly followed up with and ultimately, will never close.
Calculate the ratio of how many leads an agent needs to get an appointment, then how many appointments he needs to get to a closing. Determining the right amount of leads for your team will not only save you money, but help your agents work their database better.
Create More Opportunities
Lead generation plays a huge role in growing real estate businesses, but focusing all your efforts on this first aspect of the sales cycle is extremely short-sighted. People searching online tend to be further out in the buying process. They are mostly browsing for information and need time before making decisions.
Instead, focus on converting those leads into opportunities. An opportunity can be much more powerful than a lead, as they have not only registered, but is engaged and taking actions within your site.
Keeping track of opportunities in your pipeline and knowing when to contact them can be difficult, but BoomTown’s automated tools make it easy to nurture prospects and create real actionable opportunities for agents.
Keep Agents Accountable to Conversion
Don’t let the leads you paid for get dumped down the drain! Maybe the problem is not a lack of leads, but a lack of proper follow-up.
Have a system that tracks your agents’ activities ensures that you’re not wasting your leads (and money) on someone who is bad at conversion. Train your team on a lead follow-up process and hold them accountable to it.
Our automated Action Plans make it easy for agents to nurture leads down the funnel, while our Accountability Dashboards helps insure that the money you invest in lead generation does not get wasted.